IDC

• Plan, build, and manage full-funnel paid media campaigns with MQL volume, quality, and cost-per-MQL as the primary success metrics. • Execute campaigns across Google Ads, LinkedIn Ads, Microsoft Advertising, and third-party syndicates, including ABM, retargeting, and lead generation programs. • Own end-to-end campaign builds, pre-launch QA, and accurate tracking setup (UTMs, Marketing Operations (MOPS) requests, platform pixels) for every campaign. • Ensure all campaigns comply with applicable privacy regulations including CASL, GDPR, and platform-specific data policies. • Monitor and report on MQL-focused KPIs — MQL volume, CPL, cost-per-MQL, and funnel conversion rates. • Deliver weekly campaign reports with performance analysis, optimizations completed, and forward-looking recommendations, supported by live dashboards (Looker Studio, platform-native) that are continuously updated and accessible to stakeholders. • Design and execute A/B tests across creative, copy, and audience variables; implement winning variations quickly. • Monitor creative fatigue and audience decay; coordinate asset rotation and bring forward remediation plans before issues escalate. • Manage budget pacing across all paid media campaigns to maximize MQL ROI. • Build and manage audience segments — firmographic, job title, retargeting, ABM, and intent-based — grounded in a clear understanding of IDC’s buyer personas and product-to-audience mapping. • Continuously monitor audience performance, exclude non-fit segments, and refine targeting to improve MQL quality. • Keep stakeholders proactively informed on campaign performance, risks, and recommendations; incorporate lead quality signals and MQL-to-opportunity data to refine targeting and messaging. • Partner with Marketing Operations to ensure tracking, UTM governance, and attribution are accurate for every campaign. • Brief content and design teams on demand generation asset needs aligned to funnel stage and buyer persona.

• Lead the development and execution of integrated, multi-channel demand generation strategies aligned to revenue goals • Own the full campaign lifecycle—from planning through optimization—across email, paid media, content, events, and webinars • Design and optimize the end-to-end customer journey, aligning messaging and research-driven content to each stage of the funnel • Act as a true revenue partner to sales and SDR teams, ensuring alignment on targeting, follow-up processes, and pipeline goals • Drive results through rigorous performance monitoring and in-flight optimization, using data and funnel insights to refine targeting, messaging, and spend allocation • Collaborate cross-functionally with product marketing, field marketing, analysts, sales, content, regional teams, and operations

• Lead and manage the Software Channels Research program, deliver a compelling and forward-looking research agenda • Manage program health, research agenda, client engagement, inquiries, client renewals, and prospecting • Deliver two Leadership Councils per year • Develop and deliver custom research specific to clients and in support of wider IDC initiatives • Participate in and lean into wider IDC leadership initiatives • Be a team player within the channels team, but also the wider research domain team and IDC team

• Lead the development and execution of integrated, multi-channel demand generation strategies aligned to revenue goals, driving cohesive messaging and measurable pipeline growth across digital, content, paid, and regional programs. • Own the full campaign lifecycle—from planning through optimization—across email, paid media, content, events, and account-based initiatives. • Design and optimize the end-to-end customer journey, aligning messaging and research-driven content to each stage of the funnel to efficiently move prospects from awareness to conversion while driving both quality and volume of MQL creation. • Act as a true revenue partner to sales and SDR teams, ensuring alignment on targeting, follow-up processes, and pipeline goals, with shared accountability for lead quality, conversion, and revenue outcomes. • Drive results through rigorous performance monitoring and in-flight optimization, using data and funnel insights to refine targeting, messaging, and spend allocation while delivering clear, executive-ready reporting on pipeline impact and ROI. • Energize and mentor team members while fostering a culture of accountability and performance. Collaborate cross-functionally with product marketing, field and ABM marketing, analysts, sales, content, regional teams, and operations to ensure strategic alignment and maximum market impact.

• Identify and pursue new business opportunities with assigned accounts in Europe/META regions • Develop and manage a pipeline to maintain and expand the current revenue base and drive growth • Understand client needs and challenges and align them with appropriate research solutions from IDC • Build and maintain strong relationships with key stakeholders and decision-makers • Meet or exceed sales targets, KPIs, and performance metrics • Maintain detailed records of sales activities and accurate forecasting in CRM systems (e.g., Salesforce)

• Lead a cross-functional pod of 4-8 engineers, setting technical direction while staying hands-on • Design and build a stateless API gateway that enables external AI assistants to query IDC's intelligence platform • Architect multi-platform channel adapters for email, Slack, and Teams delivery • Build shared infrastructure: authentication, identity linking, rate limiting, thread mapping, and audit logging • Define interfaces and contracts with adjacent teams (AI Orchestration, Search & Data Services) • Write production code. This role is coding more than 50% of the time

• Own the product vision, long-term strategy, and roadmap for a foundational capability within IDC’s next-gen discovery platform. • Define the data models, technical architecture, and platform interfaces that power intelligent, context-aware product experiences. • Partner with engineering to design and deliver scalable APIs, system components, and observability layers that enable extensibility and reuse. • Collaborate with AI/ML teams to integrate capabilities such as semantic search, LLM-powered assistants, personalization, and classification systems. • Write PRFAQs and technical narratives that align senior leadership, drive clarity across functions, and accelerate high-judgment decisions. • Engage directly with CIOs, analysts, and vendor partners to validate pain points and iterate toward product-market fit. • Define success metrics, build telemetry strategies, and use experimentation to drive continuous learning and iteration. • Serve as the single-threaded owner for your domain, mentoring others and raising the quality bar across the organization.

• Analyze market trends, competitive dynamics and customer data to inform strategic decisions • Gather insights from sales, customer and internal stakeholders to guide GTM strategies • Own key workstreams for annual planning and in-year re-forecasting: capacity inputs, coverage strategy, investment tradeoffs, and execution plans • Design and iterate on territory models and account assignment approaches across new business and expansion motions (e.g., geo/industry/segment, named accounts, overlays) • Develop quota methodologies and allocation frameworks that are data-driven, transparent, and aligned to growth goals and capacity assumptions • Own strategic initiatives focused on pipeline growth, lead optimization, market segmentation, product rollout or other focus areas critical to revenue growth • Help identify and prioritize high propensity verticals, geographies and use cases to drive focus within our Sales and Marketing organizations • Build and maintain KPI trees and OKR frameworks for priority initiatives for Revenue Operations to implement and maintain • Develop scalable reporting and dashboards for GTM performance (pipeline health, conversion, productivity, whitespace, attach/penetration, cohort trends) and surface actionable opportunities and risks • Understand sales productivity and coverage, anticipate gaps and assist in developing solutions to drive improvements • Create strategies around process optimization, cross functional coordination to drive consistency and alignment across all teams at IDC • Run pilots and experiments on messaging, pricing, segments and design incentives to motivate sellers

• Lead kickoff calls and ongoing meetings with sponsors to align on goals, expectations, and deliverables • Translate client business objectives into tailored activation strategies across in-person, virtual, and custom event formats • Manage sponsor relationships across multiple assigned events, ensuring a high level of service and engagement • Coordinate and execute custom client programs, including executive dinners, roundtables, private events, and bespoke experiences • Collaborate with audience development to support sponsor-targeted attendee recruitment • Manage sponsor participation in speaking opportunities, panels, and brand activations at in-person summits • Lead regular communication with clients, suppliers, and internal stakeholders (primarily via MS Teams) • Track KPIs, gather post-event feedback, and deliver ROI reporting to sponsors • Partner closely with sales teams to manage expectations and ensure client satisfaction • Plan and execute event logistics across multiple concurrent programs, including venue coordination, floorplan management, AV, branding, and client activations • Develop and manage detailed event documentation, including project plans, run-of-show, budgets, and supplier contracts • Coordinate with internal and external stakeholders to manage agendas, timelines, and deliverables • Ensure seamless sponsor visibility and execution to deliver a high-quality experience for both attendees and clients • Travel to assigned events (approximately 4–6 times annually), within North America • Support select events in key cities such as Toronto, Vancouver, Calgary, San Francisco, New York City, Chicago, Dallas, and Boston • Oversee onsite execution, including client management, meeting coordination, and event troubleshooting • Manage post-event activities including reporting, financial reconciliation, client deliverables, and debriefs

• Design and manage comprehensive market research programs covering U.S. and global telecommunications services, connectivity products, and emerging technology trends. • Develop and maintain quantitative demand-side models and revenue forecasts across wireline, wavelength, dark fiber, SD-WAN, and cloud-connected network services. • Analyze Service Provider transformation dynamics, business model evolution, segment economics, and competitive positioning. • Produce timely market sizing, share analysis, and five-year forecasts across relevant technology and service categories. • Author high-quality IDC research documents—Market Perspectives, Market Forecasts, Vendor Profiles, and IDC Futurescape reports. • Present findings at IDC conferences, Directions events, and major industry forums; serve as an IDC media spokesperson on telecom topics. • Develop annual predictions and multi-year outlook documents that shape IDC clients' strategic planning. • Conduct executive-level advisory sessions, vendor briefings, and custom consulting engagements for Service Providers, enterprises, and technology vendors. • Collaborate with IDC sales teams to identify and convert custom research and consulting opportunities. • Build and maintain strong relationships with C-suite stakeholders at major carriers, hyperscalers, and network equipment vendors. • Work closely with IDC's global research community—including regional analysts and technology coverage groups—to produce integrated, cross-geography insights. • Identify emerging research opportunities and help define the multi-year research roadmap for Telecom practice. • Mentor junior analysts and contribute to the professional development of the broader team.